Are you ready to win or just ready to sell?

Walk into any established enterprise or entrepreneurial venture and you’ll feel the energy focused on getting ready to sell. Often less apparent is the most important part of sales readiness—getting ready to win.

The Five Abilities® keeps you focused on the five things decision-makers look for from salespeople and companies who are ready to win.

• VISABILITY – Being seen in the right way, by the right people, at the right time
• CREDABILITY – Showing superior knowledge about your industry and that of your customer’s
• VIABILITY – Ensuring you’re pursuing business that fits the needs & abilities of both buyer and seller
• CAPABILITY – Delivering on the personal reasons people make business decisions
• RELIABILITY – Being accountable when the unexpected happens—because it always will

Ready to sell means your marketing teams have the content, social media vehicles, programs, etc., that are necessary to create VISABILITY. They’re also building marketing collateral to earn CREDABILITY for the company and its salespeople, by demonstrating and educating the right people about the general need for what you’re selling. But at this stage you’re not ready to win yet.

Ready to win is knowing how to assess the VIABILITY of your prospects. Not only does the customer need to assess your viability as a supplier, but you need to ensure you’re not winning the wrong customers. Does the customer have need for your offering? Do they have the experience to assess your work? Do they have a success history that attracts your competitors? Do they have the time to succeed?

Ready to win is salespeople who are prepared to advise on specific business and personal needs. Digital communications does not yet allow us to learn a decision-maker’s personal motivations for buying. People make business decisions for personal reasons, and salespeople must exercise the CAPABILITY to help decision-makers win, personally and professionally. Click here to see the five things people buy that are not on the invoice and how to uncover them with decision-makers.

Ready to win is also about anticipating all reasons for which a customer would seek help from you. Earn RELIABILITY by being prepared culturally and operationally to be there when the unexpected happens—because it always will.

Ready to win is about repeat business and winning lifelong customers—the lifeblood of enterprise selling.

©2016 Rick Wong – The Five Abilities® LLC